Are key account relationships different? Empirical results on supplier strategies and customer reactions

Industrial Marketing Management

Volumn 36, Issue 4, 2007, Pages 470-482

  Ivens, Björn Sven ^a   Pardo, Catherine ^b  

^a UNIVERSITY OF ERLANGEN NUREMBERG   (Germany)

^b EMLYON BUSINESS SCHOOL   (France)

Author keywords

Business to business; Key account management; Relational treatment; Relationship; Relationship quality

Indexed keywords

EID: 34247171004     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2005.12.007     Document Type: Article

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